What do you do if your confidence is hindering your ability to upsell or cross-sell to customers?

Find opportunities to shadow someone who is really good at it. Sign up for a workshop where you feel safe to practise (not theoretical). Get a group of sales peers together (not same company) as support.

Stay open to learn new skills to help you in your sales pitch. Be ready to seek advice from those good at these and keep practising it with colleagues and yourself in your mind. Once the skills are good enough, results will show which will boost confidence further.

A positive mindset is key to grow your confidence. So protect it and do not let negative thoughts affect it. By maintaining a positive attitude, you will be more confident to face challenges and failures, only to come back stronger and better.

Up- and cross-selling are the transitions from what your customer thought they needed to solutions for problems they likely don’t know you can help them with. Curiosity is the most important skill a salesperson can possess. You may lack confidence now, but curiosity is comforting when people are seeking help. Ask questions with genuine intent and be honest about what you cannot do. That vulnerability coupled with intentional curiosity is going to show your customer that you’re seeking to understand them, their obstacles and precisely where you can intervene to make life easier for them.

Seeking feedback from colleagues around you helps a lot to understand your own strengths and weaknesses. Ask some of the customers too. This will get a more comprehensive feedback loop to address any potential issue. These feedback will help to restore or strengthen your confidence in handling customers.

In addition to those strategies, you might want to focus on building rapport with customers to establish trust and create a more comfortable environment for upselling or cross-selling. Utilizing storytelling or providing social proof can also be effective in overcoming confidence barriers. Moreover, visualizing successful interactions beforehand and practicing assertiveness techniques can help boost confidence in sales situations. Finally, don't hesitate to seek support from colleagues or mentors for further guidance and encouragement.

Put yourself in situations that feel uncomfortable, but are net neutral to your life. For instance, sing karaoke in front of strangers if you can’t sing. Walk up and talk to a group of smokers if you don’t smoke. Join in on a line dance at Texas Roadhouse if you’re a terrible dancer. When you live to tell the tale a few times over, you’ll realize confidence is something you’re thinking about more than the person you’re talking to is.

Low confidence blocking your upsell/cross-sell game? Here's a confidence boost: 1. Know your value: Be confident in the benefits your add-ons bring to customers. 2. Focus on needs, not sales: Understand their challenges and present solutions that genuinely improve their experience. 3. Practice positive self-talk: Replace self-doubt with affirmations of your expertise and ability to help. 4. Start small & celebrate wins: Propose smaller upsells initially and acknowledge your successes to build momentum. 5. Role-play with colleagues: Practice your pitch and address potential objections in a safe environment. Remember, confidence comes with knowledge and experience. Start small, focus on customer needs, and celebrate your wins!